From patched-together to built to last.
Repairing a broken HubSpot–Salesforce integration and building the RevOps function a veterinary software company never had.
A global veterinary diagnostics company needed support for its practice-management software division. Their small marketing/RevOps team runs a HubSpot instance that syncs into a much larger enterprise Salesforce org. Driftless was engaged as a marketing operations / RevOps partner to repair a heavily patched integration.
Two systems, no shared truth.
A mature but heavily patched HubSpot instance tied to an enterprise Salesforce org, with data integrity as the root cause under every symptom.
Broken integration
245 open sync errors, permissions errors on ~18.6K records, picklist drift on ~9.8K records, and demo/form submissions silently failing to reach Salesforce.
Lead scoring suppressing revenue
A single "Combined Lead Score" with a −100 "Customer" penalty kept existing-customer expansion leads from ever hitting the MQL threshold.
Duplicated routing
Duplicated routing across HubSpot and Salesforce, existing customers excluded from routing, and tasks landing on the wrong owners.
Sprawl, no ownership
277 workflows (~40% dormant) and 646 contact properties, with more SQLs than SALs in the funnel, and no in-house marketing-ops function.
Audit first, instrument second.
Audit & Quick-Fix
Ran a full audit of HubSpot + Salesforce automation and utilization. Corrected a key contact-ID field mapping to source from Salesforce, clearing 1,000+ sync errors immediately, then categorized the remaining 245 errors by root cause.
Lead Architecture & Sandbox
Designed a simplified lead architecture: collapsed dual scoring models into one, added real ICP/fit criteria, and handed all downstream routing to Salesforce. Built and validated a HubSpot sandbox proof-of-concept before touching production, with a Salesforce Build Guide and LucidChart diagrams for IT.
Scoring, Enrichment & Ops
Rebuilt lead scoring on CRM-based ICP fit, defined a new Marketing Engaged Lead gate, and built ABM properties; enabled Breeze enrichment; drove a multi-owner model. Stood up a fractional marketing-ops capability with governance and an executive dashboard.
Reporting the board actually trusts.
Sync errors cleared instantly
1,000+ Salesforce sync errors cleared immediately from a single field-mapping fix — the highest-impact fix to date.
Errors triaged, leads restored
245 sync errors triaged and categorized by root cause; genuine expansion leads that were silently stuck restored.
Routing validated pre-launch
Sandbox routing rebuild tested and validated; handoff to Salesforce confirmed working ahead of go-live.
Enrichment at scale
Breeze enrichment matched ~87% of companies across ~89,300 records (directional, from meeting notes).
An embedded partner, not a vendor.
Driftless moved the veterinary software company from firefighting to a trusted revenue engine. Now there is clean data everyone trusts, a fully instrumented funnel, and reporting leadership can act on, operating as a strategic partner rather than an order-taker.
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